Black Duck Software, Inc.

Black Duck Software, Inc.

Lead Channel Partner

Burlington, MA; Chicago, IL

Sponsorship not specified$104k-$156kDetected 12 days ago
AWSGCPCybersecurityNegotiationSupply ChainCustomer SuccessLeadershipCommunicationCollaboration

About the role

  • We are seeking a high-impact Lead Channel Partner to drive indirect revenue growth across the Northeast and Central regions of the United States.
  • This role will be responsible for developing and executing a partner-led go-to-market strategy with a focused set of strategic resell partners (GuidePoint Security, Optiv, Trace3, Defy Security), hyperscalers (AWS, Google Cloud), and Global Systems Integrators (GSIs).
  • The ideal candidate brings a strong background in channel sales, cybersecurity/AppSec, and partner ecosystem development, with a proven ability to influence cross-functional stakeholders and drive measurable pipeline and revenue through partners.

Responsibilities

  • Partner Strategy & Revenue Growth
  • Own and execute the regional partner strategy to drive net-new pipeline and revenue through resell, hyperscaler, and SI channels
  • Build joint business plans (JBPs) with GuidePoint, Optiv, AWS, Google Cloud, and targeted GSIs aligned to corporate growth objectives
  • Resell Partner Management (GuidePoint, Optiv, Trace3, Defy Security)
  • Develop deep executive and field-level relationships across sales, technical, and leadership teams
  • Drive field engagement and alignment with regional AEs to ensure strong deal registration discipline and pipeline generation
  • Enable partner sellers through training, certifications, and joint account planning
  • Align with AWS and Google Cloud partner teams to accelerate co-sell opportunities and marketplace transactions
  • Drive co-sell pipeline development, including joint customer engagement, demand generation, and partner marketing initiatives
  • Collaborate with GSIs to embed solutions into digital transformation, DevSecOps, and cloud modernization initiatives

Requirements

  • 7-10+ years of experience in partner sales, channel management, or alliances, ideally within cybersecurity or enterprise software
  • Proven success working with:
  • Strong understanding of partner economics, deal registration, and marketplace models
  • Ability to operate in a matrixed organization and influence without authority
  • Experience in Application Security (AppSec), DevSecOps, or software supply chain security
  • Familiarity with cloud marketplaces and co-sell programs
  • Ability to thrive in a fast-paced, high-growth environment

Compensation

  • $104,200 - $156,300 USD
  • The base salary range across the U.S. for this role is between $104,200 -$156,300.

Equal opportunity

  • Black Duck is an equal opportunity employer.
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